-- card: 4381 from stack: in
-- bmap block id: 5963
-- flags: 4000
-- background id: 2712
-- name: Work Smart


-- part 1 (field)
-- low flags: 00
-- high flags: 2007
-- rect: left=52 top=113 right=313 bottom=459
-- title width / last selected line: 0
-- icon id / first selected line: 0 / 0
-- text alignment: 0
-- font id: 3
-- text size: 12
-- style flags: 0
-- line height: 16
-- part name: Getting Good


-- part contents for card part 1
----- text -----
   Getting good at selling requires attention to the various parts of the sale.  If you want to sell more you can merely engage in more up front activity.  Just make more "dials" of the phone each day, and you will raise your annual sales.
   That method, however, is called "working harder, not smarter".  The smarter method calls for looking at your ratios and doing small things to improve them.  One thing you can do is to increase your average sale total.  Go, now to card 1 and simply change the average sale total to a higher amount and recalculate.  Immediately you will see that you won't have to work as hard to sell the same amount.
    Next, you can improve on each of your ratios.  My most difficult ratio is the "Dial:Connect" ratio which, for me, runs to 10:1.  I call on very busy decision-makers who are: on the phone, in a meeting, out of town, walking around the plant, "busy", and so forth.  I can change this ratio best by figuring out better times to call, like early in the morning, just before lunch, or at the end of the day.
   You can improve your "Connect:Appointment" ratio by working on a powerful script to offer your prospect something that person simply can't resist.  Research is important here.  What gets the attention of your prospects?  How can you make a offer that will get you an appointment?
   You can improve your "Appointment:Proposal" ratio by doing a better job of listening to your prospects, by tuning into their world and forgetting about your own.  When you get on your prospect's wave length 100%, your prospect is far more likely to want to listen to you.
   You can improve your "Proposal:Close" ratio by doing a better job of selling BENEFITS to your prospect.  Figure out how to create a "profit center" for your prospects so they clearly stand to gain from whatever it is you are selling.  Welcome objections and problems.  Work out win/win solutions.  And be sure to ask for the order.
   Well, there you have a mini sales training program to help you increase your sales.  Since sales development and training is my business, I would welcome your inquiries, leads, and potential business in lieu of any kind of shareware agreement.  "What goes around comes around" is a favorite motto of mine.